Episodios
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What does it actually take to get your financial advisory business or fintech company featured in the media? According to Allie Zendrian — founder of AtoZ Communications and a former financial reporter at Forbes, Institutional Investor, and TheStreet — it comes down to one question most people never think to ask.
In this episode, recorded live at the Nitrogen Fearless Investing Summit in Denver, Colorado, Mike sits down with one of the most connected pros in the wealth management and fintech ecosystem. Allie brings a rare dual perspective: she spent years on the other side of the pitch email deciding what was worth covering, and now she helps advisors and fintech companies get their stories told.
Here's what you'll take away from this conversation:
Why AI-generated press releases are quietly killing your credibility — and what reporters actually think the moment they land in their inbox.The single most important question to ask before you pitch any story, any reporter, or any media outlet. Hint: it has nothing to do with your product features or your latest announcement.Why advisors doing their own PR is "penny wise and pound foolish" — and what a more realistic, cost-effective approach actually looks like.How Allie built one of the most connected networks in the wealth management and fintech space in under two years, starting from her days at Forbes where she famously broke the ice with Steve Forbes himself by just treating him like a human being.The difference between a story that moves the needle and noise that nobody notices — and how to coach your clients to understand that difference.Allie also opens up about building AtoZ Communications as a single mom, why she's choosing to grow deliberately rather than fast, and what she wants her kids to understand about the relationship between money, time, and work that matters to you.
Chapters:
00:00 — Cold Open: Why AI-Generated PR Is Killing Your Credibility
00:51 — Intro & Welcome
02:13 — From the Forbes Newsroom to the "Dark Side" of PR
05:31 — How Allie Built Her Network So Quickly
07:57 — What Advisors & Fintech Companies Get Wrong About Communications
11:23 — The One Question That Makes Something Newsworthy
17:03 — What's Next for AtoZ Communications
21:41 — Building a Business as a Single Mom — and the Lessons It's Teaching Her Kids
26:41 — How to Connect with Allie & Where to Find Her Work
27:47 — Mike's Closing Thoughts
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Between 40 and 55% of millionaires in the United States are business owners. That's one of the biggest opportunities in wealth management right now... and most advisors are barely scratching the surface of it.
In this episode, recorded live and in person at the Fearless Investing Summit in Denver, Colorado, Mike Langford sat down with Cal Parker, Managing Director at BizEquity, to talk about why now is the perfect time for financial advisors to level up their game when it comes to serving business owner clients.
Cal drops some genuinely eye-opening stats and insights — including the fact that 60% of business owners have never even discussed their exit plans with their spouse. If you're not having the business valuation conversation with your clients, someone else eventually will.
What we cover in this episode:
Why advisors struggle to advise business owner clients beyond investment strategies — and what to do about itHow a single free business valuation can land a multi-million dollar client relationshipThe new Exit Valuation Module from BizEquity and how it helps advisors have more proactive, forward-looking planning conversationsWhat "exit readiness" really means — and why it's about so much more than the numbersThe first-ever Private Company Valuation Index — launched in partnership with the American City Business Journals — and how advisors can use it for smarter prospectingCal's crystal ball take on where business owner planning is headed over the next 2–5 yearsIf you work with business owners — or you want to — this episode is for you. Connect with Cal on LinkedIn and learn more about what BizEquity is building at bizequity.com.
Chapters:
00:00 Teaser — Why advisors can't afford to ignore this conversation
01:19 Intro
02:42 Welcome & meeting in person at the Fearless Investing Summit
04:50 BizEquity's rebrand and what's new
06:45 Cal's new role leading BizEquity
07:40 The massive business owner opportunity advisors are missing
10:45 The Great Wealth Transfer — why the timing is now
12:05 The stat that should stop every advisor in their tracks
14:00 The risk of leaving this conversation on the table
17:00 The Exit Valuation Module — planning beyond today's number
18:45 What is exit readiness and why does it matter?
21:00 The Private Company Valuation Index explained
23:45 Using the index as a prospecting tool
26:00 Crystal ball — where is business owner planning headed?
27:45 The most surprisingly valuable businesses Cal has seen
30:00 Wrap up
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What if the most powerful thing you could hand a client after a meeting isn't a detailed report... but something their spouse could actually understand?
Alison Susko, VP of Community at Asset-Map, joins Mike Langford at the Fearless Investing Summit in Denver for a conversation about why simplicity might be the most underrated competitive advantage in financial planning today.
In this episode, you'll discover:
Why the reports most advisors hand clients actually require the advisor to be in the room to make sense of them — and why that's a problemHow the "non-CFO spouse" is reshaping how advisors think about client communicationWhy Asset-Map's new eMoney integration became their fastest-growing integration of all timeHow JUMP AI can automatically build an Asset-Map report from a recorded client meeting in real timeThe shift from deep complexity to relationship-first simplicity that Alison sees coming across the entire industryWhy multi-generational planning is no longer optional — and how Relationship Maps are helping advisors keep track of blended families, gray divorces, and three-generation householdsThe real reason clients leave advisors (hint: it has nothing to do with returns)Alison brings nearly 20 years of industry experience — including nearly a decade at eMoney Advisor — to a refreshingly honest conversation about what clients actually want from their financial advisors and the technology that serves them.
Chapters:
0:00 - The moment clients finally understand their finances
1:02 - Intro
2:05 - Welcome to Denver: Recording live at the Fearless Investing Summit
3:20 - What does a VP of Community actually do?
5:30 - Why clients don't need a 75-page report
8:00 - The non-CFO spouse problem
10:30 - When your client shouldn't need you to explain the report
12:00 - Asset-Map's eMoney integration
13:30 - The JUMP AI integration: Building an Asset-Map from a recorded meeting
15:00 - The sleep-at-night factor
17:00 - The end of walled gardens: Open architecture in wealth tech
18:30 - The future of visual financial planning
20:30 - Multi-generational planning and Relationship Maps
23:30 - Gray divorce and the complexity of modern family finances
26:10 - Outro
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What if the financial planning profession is more fragile than it looks? Recorded live at the Fearless Investing Summit by Nitrogen Wealth, Mike sits down with Bob Veres — veteran industry observer, writer, and publisher of the Inside Information newsletter — for one of the most candid conversations about the state of financial advice you'll hear this year.
Bob has been watching this profession evolve for decades, and he pulls no punches. From the AUM model's structural flaws, to the inertia of established firms sleepwalking toward an extinction event, to the rise of a new generation of idealistic advisors who want nothing to do with the old way of doing business — this conversation covers it all.
If you've ever felt like the profession is stuck in an awkward middle ground between what it was and what it needs to become... Bob has a name for that feeling. And more importantly, he has a vision for what comes next.
Chapters:
00:00 — Teaser: "How Much Have You Got?"
00:24 — Intro & Welcome
01:41 — The Present Is Awkward: Why Financial Planning Isn't Quite a Profession Yet
07:08 — What's Wrong With the AUM Model (And What Comes Next)
10:37 — The Next Generation of Clients and Advisors Won't Accept the Status Quo
14:05 — Inertia: The Ancient Enemy of Progress in This Profession
16:38 — The Avalanche Is Coming — And You Won't See the Last Grain of Sand
19:42 — AI Is Going to Be Huge Someday (Wink) — What It Really Means for Advisors
24:30 — The Three Reactions to New Technology (And Which One Always Wins)
26:08 — Bob's Vision: A Fiduciary Referral Network Built on Specialization
31:23 — A Bright Future — For Those Who Adapt
32:27 — Bob's Neural Network: How He Stays Sharp & How to Connect
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Bob Clare spent 25 years inside Bank of America and Merrill Lynch before founding Fispoke — a complete embedded banking and lending platform built specifically for independent RIAs and financial advisors. And what he saw from the inside is what drove him to build it: the big banks have a very deliberate strategy to cross-sell your clients every time they walk through their doors. Most independent advisors have no idea it’s happening.
In this episode, Mike and Bob dig into why integrating banking into your practice is both an offensive and defensive strategy, what it really means to be a fiduciary when you’re only managing half of your client’s financial life, and how Fispoke is enabling advisors to offer $20.5 million in FDIC insurance and a 3.56% high-yield savings APY to their clients today.
They also unpack a stat that should stop every advisor cold: 81% of heirs switch advisors after inheriting wealth. Bob explains how building a banking relationship with the next generation is one of the most powerful retention tools in an advisor’s arsenal.
Chapters:
0:00 - Cold Open: Bob’s Warning to Advisors
0:30 - Episode Intro
2:00 - Welcome Bob Clare / The Journey from Terry’s Episode to Today
3:00 - Fispoke Elevator Pitch: The Turnkey Banking Platform for Advisors
6:00 - Offense & Defense: Banks Are Actively Cross-Selling Your Clients
13:30 - The Fiduciary Blind Spot: Managing One Side of the Balance Sheet Isn’t Enough
19:00 - Business Owner Clients and the Banking Opportunity
20:30 - $20.5 Million in FDIC Insurance: The Sleep-at-Night Conversation
25:30 - From Portfolio Manager to Capital Architect
28:30 - Advisor Financing: Own Your Destiny Without Selling to Private Equity
29:30 - The 81% Problem: Banking as a Next-Gen Retention Strategy
35:00 - Getting Started with Fispoke (No Platform Fees)
38:30 - Training & Getting Comfortable with Banking Conversations
43:00 - First Mover Advantage & Closing Thoughts
47:00 - Outro
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Rich Walker, co-founder and CEO of Quik!, joins Mike Langford to share his four essential pillars for creating exceptional client experiences—including the provocative first principle: love your customer. Rich reveals why he and his wife shut down a profitable business after four months because they didn't love their customers, and what that taught him about building sustainable advisory relationships.
This conversation explores the intersection of AI, leadership, and human connection in wealth management. Rich breaks down how to set boundaries that make clients feel more secure, why a 99% satisfaction score might indicate you're doing too much, and how to treat AI tools as collaborative colleagues rather than robotic servants. Plus, Rich unveils Quik!'s revolutionary new product, Formstream, which promises to transform the paperwork nightmare every advisor faces.
The 4 Pillars Framework:
Pillar #1: Love Your Customer - Why this is non-negotiable and how to know when you don'tPillar #2: Be Your First Customer - Solving problems you actually experiencePillar #3: Be On Your Customer's Team - You're the guide, not the heroPillar #4: Know and Enforce Your Boundaries - How limits create love and trustKey Topics Covered:
Only 30% of firms are actually using AI (you haven't missed the boat)How to think about AI as a colleague vs. a toolThe collaborative approach to AI that produces better resultsWhy solo advisors still need leadership skillsTeaching clients how to communicate with you through boundariesThe danger of 100% customer satisfaction scoresIntroducing Formstream: The "TurboTax approach" to formsHow paperwork friction costs advisors months in onboarding timeEpisode Timeline:
0:00 - Cold Open: Love Your Customer
0:52 - Episode Introduction
2:00 - Welcome Rich Walker to the Show
4:41 - The 4 Pillars of Client Experience Framework
5:00 - Pillar #1: You Have to Love Your Customer
6:00 - Being Interested in Your Clients
7:48 - Shutting Down a Profitable Business (Wife's Weight Loss Company)
9:00 - Pillar #2: Be Your First Customer
11:00 - Why Rich Quit Being a Financial Advisor
12:43 - Pillar #3: Be On Your Customer's Team
13:00 - Building a StoryBrand - You're the Guide, Not the Hero
14:00 - Financial Advisors Are Relationship-Based
15:00 - Helping Your Team See the Impact of Their Work
17:40 - Pillar #4: Know and Enforce Your Boundaries
18:00 - Alamo Drafthouse: Boundaries Create Great Experiences
20:00 - Children Feel Love When They Know the Boundaries
22:23 - Teaching Clients How to Communicate With You
24:00 - The 99% Customer Satisfaction Problem
26:00 - Not Making Enough Turnovers (Basketball Analogy)
27:00 - Sarah Vogelsanger's Phone Call Feedback
28:00 - Thomas Gold Solutions: We Answer the Phone
30:43 - AI and Client Experience in Wealth Management
32:33 - Only 30% of Companies Are Actually Using AI
34:00 - SunWest Credit Union's "Sunny" AI Story
35:00 - Does AI Enhance or Replace Your Client Experience?
36:00 - Excel and Claude: Mind-Bending Capabilities
38:43 - The Two Aspects of AI: Tool Set vs. Personal Dialogue
40:00 - Think of AI Like a Human Colleague
41:00 - The M-Dash Story: Asking AI "Why?"
42:00 - Training Employees vs. Training AI
44:00 - Stop Prompting, Start Collaborating with AI
45:00 - Let AI Write Its Own Prompts
46:00 - Surfing the Trend vs. Fighting the Tide
47:00 - Video Calls Have Become Universal
48:00 - Rich's Mom Uses ChatGPT for Journaling on Walks
49:00 - What Does Quik! Actually Do?
50:00 - Introducing Formstream: Dynamically Creating Software from Forms
51:00 - The "TurboTax Approach" to Forms
52:00 - Paperwork Friction Causes 2-Month Delays
53:00 - Where to Find Rich Walker and Connect
54:00 - Episode Outro and Final Thoughts
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What if AI could actually make you MORE human with your clients?
Matt Halloran, Chief Evangelist at Zocks, joins Mike Langford to share a powerful paradox that's transforming financial advisory: the technology that was supposed to replace human connection is actually deepening it.
In this episode, you'll discover:
How one advisor nearly missed his client's spouse mentioning a serious health issue—but his AI notetaker caught itWhy the "tyranny of minutiae" is keeping advisors from spending quality time with clients (and how to break free)The surprising stat: advisors only spend 20% of their time with clients—and how to reclaim 10+ hours per weekWhy having "no baggage" makes AI the perfect listener in client meetingsHow 2 million meetings worth of machine learning is making every advisor better at their jobThe simple follow-up email strategy that's helping advisors close more business against competitorsWhy adoption rates for AI tools are skyrocketing from 10% to 90% in just 18 monthsHow to attract young talent and drive organic growth in the AI eraMatt also shares a powerful Navy story about "trusting the wind at your back"—a metaphor that shaped his entire career and led him from co-founding ProudMouth (the largest podcasting company in financial services) to his new role evangelizing AI solutions.
Whether you're skeptical about AI or already experimenting with it, this conversation will shift how you think about technology's role in building deeper, more authentic client relationships.
Guest: Matt Halloran, Chief Evangelist at Zocks Learn more: https://www.zocks.io/mattgpt
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The Future of Financial Advising: Alan Moore on XYPN's Growth, Fee-For-Service Models, and More
In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Alan Moore, CEO of XY Planning Network (XYPN) and AdvicePay, for an insightful discussion at the XYPN Live conference in Austin, Texas.
They explore topics such as the challenges of organic growth in the financial advising industry, the rise of fee-for-service models, and the different phases of building a successful advisory business. Alan shares his journey from starting his own firm to managing two large companies, emphasizing the importance of finding the right business model and staying transparent with clients. Tune in to learn valuable insights from one of the industry's most inspiring leaders.
Don't forget to subscribe on Apple Podcasts, Spotify, Google Play, Amazon, or your favorite podcast platform!
Chapters:
00:00 Understanding Market Saturation in Financial Advisory
01:08 Introduction to the Modern Financial Advisor Podcast
02:56 Welcoming Alan Moore to the Show
05:14 The Origin Story of XYPN
08:36 Challenges and Growth in Entrepreneurship
15:13 Phases of Business Development
20:35 Reflecting on Rapid Growth and Challenges
21:43 The Shift to Fee-for-Service Models
22:33 Exploring the AUM Model and Market Saturation
29:30 The Origin and Growth of AdvicePay
31:56 Balancing Multiple Ventures as an Entrepreneur
33:32 Building Influence and Creating Gravity
37:09 Conclusion and Final Thoughts
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Unlocking The Secrets to Scaling Your Financial Advisory Business - Michael Kitces on XYPN Live
In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Michael Kitces during the XYPN Live conference in Austin, Texas. They discuss the importance of knowing your target market, focusing on strategic planning, and the concept of 'gravity' in marketing. Michael shares insights into creating a successful, scalable financial advisory business, moving away from time-based marketing activities, and the benefits of a clear, targeted market segment.
The conversation also touches on the innovative structure and support offered by XY Planning Network to independent advisors. Michael's expertise offers transformative advice for financial advisors looking to grow and sustain their practices efficiently.
Chapters:
00:00 Understanding the Importance of Target Audience
01:14 Introduction to the Modern Financial Advisor Podcast
03:09 Welcoming Michael Kitces
04:46 The Concept of Creating Gravity in Wealth Management
06:43 Challenges in Scaling a Financial Advisory Business
13:15 Strategic Planning and Marketing for Advisors
19:17 The Flaws of Time-Based Marketing
20:12 Scaling Your Business with Brand Building
20:59 Challenges in Organic Growth
21:44 Reinventing Business with XYPN
23:21 Building Your Own Firm with XYPN
24:39 Support and Compliance Services
25:23 Tech Stack and Community Support
29:05 Flexible Business Models and Membership
31:34 The Importance of Niche Marketing
34:53 Conclusion and Upcoming Episodes
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In this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by David Knoch, CEO of Docupace, to discuss the evolving landscape of financial advisory operations.
David shares his insights on the industry's archaic practices, the importance of operational efficiency, and the role of AI in future-proofing financial services. With over 400,000 users on their platform, Docupace is leading the charge in transforming back-office operations for financial advisors. Tune in to learn about Docupace's vision for intelligent automation, their strategic acquisitions, and how they are addressing the $50 billion problem of inefficiency in financial advisory firms.
Chapters:
00:00 The Archaic State of the Financial Industry
01:18 Introduction to the Modern Financial Advisor Podcast
02:44 Welcoming David Knoch: CEO of Docupace
03:54 The Evolution of Financial Advisory Operations
07:09 Docupace's Vision for the Future
10:41 The Role of Technology in Financial Services
14:19 The Human Element in Financial Planning
21:08 The Importance of Operational Excellence
25:56 Docupace's Growth and Acquisitions
27:03 Convergence of Leadership Perspectives
27:26 Acquisition Strategies and Integration
29:09 Docupace's Collaborative Culture
31:46 Balancing Independence and Integration
35:07 Build vs. Buy Decision-Making
42:42 The Role of AI in Financial Advisory
46:58 Future Vision and AI Implementation
56:14 Conclusion and Final Thoughts
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How I Built and Sold My FinTech Startup: Louis Retief of Hubly on The Modern Financial Advisor Podcast
In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Louis Retief, co-founder of Hubly, for an in-depth conversation about his entrepreneurial journey in the wealth tech industry.
Louis shares his experience of founding Hubly right out of college, the challenges and opportunities he encountered, and what it's like to have his company acquired by Docupace. They discuss the importance of efficiency and workflows for advisory firms, the role of operations managers in decision-making, and the ongoing consolidation in the wealth management tech space.
Louis also provides insights into how Hubly and PreciseFP are working together post-acquisition and the long-term vision for integrated solutions in financial advisory firms. This episode is a must-watch for anyone interested in fintech, wealth management, and entrepreneurship. Don't miss it!
Chapters:
00:00 Introduction to Hubly and Efficient Advisory Firms
00:52 Welcome to the Modern Financial Advisor Podcast
02:12 Louis Retief's Journey and Hubly's Origin
03:12 The Importance of Workflow Automation
17:13 Challenges and Solutions in Financial Advisory Firms
27:20 Understanding the Financial Advisory Market
33:27 Building for the Back Office
34:43 Lessons from Social Wear
36:38 Hubly's Strategic Pivot
37:43 Acquisition by Docupace
39:15 Research and Decision Making
47:00 Post-Acquisition Integration
49:17 Future Vision and Product Development
53:27 Entrepreneurial Insights and Challenges
56:12 Importance of Long-Term Thinking
58:37 Due Diligence in Tech Partnerships
01:02:12 Final Thoughts and Farewell
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In this episode of the Modern Financial Advisor Podcast, host Mike Langford engages in a thought-provoking conversation with Steve Lockshin, founder of AdvicePeriod and Vanilla Technologies.
Steve shares insights on the shortcomings of the traditional AUM model, the rise of AI in financial advising, and the potential of technology to revolutionize the industry. They discuss estate planning, the importance of serving high net worth clients, and practical applications of AI and tokenization. Steve also opens up about his personal life, including his passion for wake surfing as a morning routine.
Join us for a deep dive into the future of financial advising and what advisors should do to stay ahead.
Chapters:
00:00 Introduction and Personal Anecdote
01:20 Welcome to the Modern Financial Advisor Podcast
01:25 Guest Introduction: Steve Lockshin
03:00 Morning Routine: Wake Surfing
06:47 The Importance of Estate Planning
13:46 Vanilla: Revolutionizing Estate Planning
20:06 Challenges in the Financial Advisory Industry
26:58 The AUM Model: Pros and Cons
32:42 The Importance of Fee Negotiation
33:25 Client Scenarios and Advisor Conflicts
34:44 Structuring Advisory Fees
35:26 Fee Calculators and Transparency
36:46 Client Shopping Behavior
40:46 AI and Tokenization in Wealth Management
48:33 The Future of Financial Advisory
50:20 Advisors Adapting to Technological Changes
58:03 Final Thoughts and Advice for Advisors
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Unlocking Scalable Growth for Financial Advisors with AI
In this episode of the Modern Financial Advisor podcast, host Mike Langford is joined by Ian Karnell, who introduces his new company, VastAdvisor, and discusses how it aims to radically transform organic growth for financial advisors and wealth management enterprises. Ian delves into the power of AI in generating predictable, scalable lead generation systems and improving compliance for digital marketing. The episode covers the current state of digital marketing for financial advisors, the challenges, and the groundbreaking solutions VastAdvisor offers. Tune in to discover how AI can drive hyper-growth in the financial industry and make lead generation more efficient and effective.
Chapters:
00:00 Introduction to AUM Growth Strategies
00:54 Welcome to the Modern Financial Advisor Podcast
01:00 Introducing VastAdvisor and Its Promises
01:59 Subscribe and Connect with Us
02:29 Conversation with Ian Karnell Begins
03:59 The Evolution of Digital Marketing for Financial Advisors
06:56 Challenges and Opportunities in Lead Generation
14:02 The Role of AI in Modern Marketing
18:51 The Vision Behind VastAdvisor
27:26 How VastAdvisor Enterprise Works
30:51 Building Custom Audiences
31:14 Audience Targeting and Ad Builder
32:44 AI-Powered Compliance
33:57 IQ Dashboards and Reporting
35:01 Firm Growth Insights
35:36 Agentic Framework and Autopilot Mode
36:14 Challenges in Financial Marketing
40:10 Optimizing Ad Spend and Lead Generation
44:00 AI's Role in Advisor Growth
51:37 Next Generation Advisors and Clients
56:29 Conclusion and Final Thoughts
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On this episode of the Modern Financial Advisor Podcast, Mike Langford welcomes Kyle Zasky, the new CEO of VRGL, for his first-ever podcast appearance. The two dive deep into why so many advisors struggle with client acquisition and how VRGL’s proposal and analytics platform is designed to change that. Kyle shares candid insights on the emotional hurdles advisors and prospects face, the importance of establishing trust quickly, and why tools that demonstrate value before conversion are the future of advisor growth.
They also explore:
Why most advisors are stuck in a comfort zone that limits growthThe “organ rejection” risk for new CEOs and how Kyle overcame itHow AI is both exciting and anxiety-inducing for advisorsWhy great advisors are part portfolio strategist, part therapistWhether you’re an advisor looking to sharpen your edge or a wealth management exec planning for scalable growth, this conversation delivers actionable perspective on what it takes to thrive in the modern RIA landscape.
Chapters:
00:00 Introduction and Episode Overview
01:19 Guest Introduction: Kyle Zasky
01:52 The Human Element in Financial Advice
03:27 Kyle's Journey to CEO of VRGL
08:20 Building Trust and Rapport
14:15 VRGL's Role in Client Acquisition
24:53 The Psychology of Financial Advising
30:55 Psychology of Financial Advisors
31:56 Addressing the Shortage of Financial Advisors
32:38 Reaching Younger Demographics
33:06 Expanding Financial Services Downstream
36:07 The Role of AI in Financial Advisory
38:50 The Importance of Human Touch in Financial Advisory
40:55 Building a Sustainable Financial Advisory Career
50:02 Navigating the FinTech Landscape
55:24 Future of Financial Advisory
01:00:10 Conclusion and Final Thoughts
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Join Mike Langford in this eye-opening episode of the Modern Financial Advisor Podcast as he chats with Dan Zitting, CEO of Nitrogen Wealth, formerly Riskalyze. They discuss the evolving landscape of financial advising, emphasizing the importance of a strong digital presence, the role of AI in enhancing advisor-client interactions, and actionable strategies to tackle slow organic growth in the industry.
Dan offers fresh perspectives from his software and tech background, sharing insights on reducing advisor friction, leveraging AI for better client meetings, and the necessity of adapting sales motions for younger generations.
Key Themes:
The strategy behind Riskalyze’s rebrand to NitrogenUsing Net Promoter Score (NPS) to measure advisor successWhy risk tolerance is more than just age-based assumptionsHow AI and agentic workflows are transforming client meetingsRethinking referrals, sales motion, and digital trust buildingDon’t miss this engaging conversation on how modern advisors can deliver clarity, confidence, and scalable growth in an ever-evolving landscape.
Chapters:
00:00 Understanding Modern Sales Motion
00:43 Introduction to the Podcast
02:14 Conversation with Dan Zitting Begins
03:13 Rebranding from Riskalyze to Nitrogen
06:10 Challenges and Opportunities in Wealth Management
15:48 The Importance of Digital Presence
22:32 Adapting to Changing Client Behaviors
30:53 Injecting Value into Client Conversations
31:47 Understanding Client Risk and Confidence
33:14 The Importance of Advisor-Client Relationships
36:11 Engaging the Next Generation of Clients
38:59 Realistic Risk Communication
48:35 AI and the Future of Financial Advising
53:56 Conclusion and Final Thoughts
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In this episode of the Modern Financial Advisor Podcast, Mike Langford is joined by Justin Whitehead, Co-Founder and CEO of Pebble Finance, for a deep dive into one of the most compelling use cases of AI in wealth management. Justin shares how a personal investing misstep in China sparked the idea for Pebble, and how his team is transforming the way advisors communicate portfolio insights with clients.
From translating complex data into plain-English narratives to helping advisors deliver family-office-level service at scale, Pebble is redefining what it means to be truly client-centric. If you’ve been eye-rolling at yet another “AI-powered” solution, this one will make you rethink everything.
Key themes:
Why most portfolio reports fall flat—and how Pebble brings them to lifeHow AI can bridge the ignorance gap and strengthen client trustWhy the future of wealth management will be won at the retail levelThe overlooked power of dynamic, advisor-branded newslettersHow Pebble helps scale personalized conversations—without compliance headachesWhether you’re a financial advisor, wealth exec, or fintech innovator, this conversation is packed with practical insights and big-picture thinking you won’t want to miss.
Chapters:
00:00 Introduction and Episode Overview
01:22 Guest Introduction: Justin Whitehead
01:50 The Evolution of Video Conferencing
03:29 AI in Financial Advisory: Pebble Finance
03:52 The Pandemic's Impact on Retail Investing
05:27 Justin's Personal Investment Story
11:25 Challenges in Financial Advisory
12:43 The Role of Technology in Financial Advisory
23:24 Understanding Pebble's Approach
31:30 Exploring Dynamic Newsletters for Advisors
33:29 AI in Financial Advisory: Compliance and Innovation
34:37 Ensuring Data Privacy and Compliance
39:52 Challenges and Strategies for Technology Adoption
52:38 The Future of Wealth Management
01:01:56 Closing Thoughts and Farewell
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In this illuminating episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Jason Early, CEO of RISR, to discuss how targeting business owners can massively elevate a financial advisor's practice.
The discussion covers why treating a privately held business as just another asset is a missed opportunity, and how business owners, who control a significant portion of private wealth, are an untapped client segment.
Learn how RISR's technology helps advisors understand and manage the complexities of business owner clients, moving beyond typical financial advice to drive substantial assets under management and deliver significant value. Don't miss the actionable insights on succession planning, risk management, and leveraging the unique needs of business owners to grow your advisory business.
Chapters:
00:00 Introduction to Financial Advisors and Business Assets
00:34 Welcome to the Modern Financial Advisor Podcast
00:38 Introducing Jason Early and RISR
02:24 Myth Busting: Business Owners and Wealth
04:25 The Complexity of Business Owners' Financial Needs
05:21 The Evolution of Financial Planning
06:34 The Importance of Comprehensive Financial Advice
07:54 Connecting with Business Owners
10:35 The Role of Financial Advisors in Business Succession Planning
13:00 Understanding the Business Owner's Perspective
16:26 The Riches in Niches Strategy
24:07 The Confidence and Competence Gap
28:49 Blue Oceans vs. Red Oceans
29:30 The Importance of Tools for Business Advisors
29:55 How RISR Works for Advisors
30:58 Financial and Qualitative Insights for Business Owners
33:02 The Growing Trend of Private Company Ownership
38:51 Advisors' Role in Business Succession and Exit Planning
47:19 The Complexity and Opportunity of Working with Business Owners
51:04 The Rise of Solopreneurs
53:56 Conclusion and Final Thoughts
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In this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by Adrian Johnstone, CEO of Practifi, to discuss the pivotal role of CRM systems in financial advisory firms.
They explore the debate between the importance of custodial systems versus CRMs, emphasizing the value of maintaining rich client relationships. The discussion also covers the concept of viewing technology as an investment rather than an expense, the scalability of CRM systems, and the potential future of AI in the industry.
Perfect for advisors looking to gain insights on leveraging technology to enhance their client relationships and operational efficiency.
Chapters:
00:00 The Debate: Custodial System vs. CRM
00:44 Introduction to the Podcast and Guest
01:53 The Importance of Client Relationships
04:24 The Role of CRM in Client Records
17:15 Technology Adoption in Financial Advisory
25:37 The Value of Technology in Financial Services
26:18 Technology as an Investment, Not an Expense
27:06 Maximizing Technology's Potential
32:14 The Future of Technology in Financial Advisory
34:23 Human Connection in the Age of Technology
40:41 Scalability and Integration in Financial Technology
51:44 The Importance of Standardized Integration
54:04 Conclusion and Final Thoughts
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In this episode of the Modern Financial Advisor Podcast, host Mike Langford engages in a thought-provoking conversation with Felipe Toews, CEO of Toews Asset Management and author of 'The Behavioral Portfolio: Managing Portfolios and Investor Behavior in a Complex Economy.'
Delve into the intricacies of behavioral finance, market timing challenges, and the crucial role of effective advisor-client communication. Discover why Felipe believes that traditional portfolio management strategies might be leading advisors and clients astray, especially when considering unexpected market scenarios and significant losses. This episode offers valuable perspectives on educating investors and rethinking portfolio construction to better navigate a complex economic landscape. Don't miss this insightful discussion that could transform how you communicate with your clients and approach portfolio management.
Chapters:
00:00 Understanding Economic Perceptions
00:45 Introduction to the Podcast
02:12 Guest Introduction: Felipe Toews
03:54 Behavioral Finance 101
07:47 Challenges in Market Timing
14:40 The Importance of Proactive Communication
21:20 Historical Market Analysis
27:44 Economic Growth and Inflation Challenges
29:25 Behavioral Portfolio Design
31:40 Critique of Traditional Investment Strategies
33:39 Adapting to Market Changes
36:22 Addressing Investor Behavior
44:12 Crypto and Speculative Investments
49:29 Future Economic Risks and Portfolio Strategies
55:44 Conclusion and Final Thoughts
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Join host Mike Langford in this episode of the Modern Financial Advisor Podcast as he interviews Greg Bogich, CEO of AcquireUp. Discover how seminars can be an effective strategy for growing a financial advisory business. Greg discusses the benefits of seminars, including filling the room with qualified prospects, the psychological advantages of face-to-face interactions, and the importance of being perceived as an expert.
Learn how AcquireUp helps financial advisors target the right audience and provides coaching to deliver compelling seminars. Whether you're a solo advisor or part of a larger RIA, this episode offers valuable insights into achieving scalable growth and converting prospects into long-term clients.
Chapters:
00:00 The Challenge of Cold Calling in Sales
00:41 Introduction to the Modern Financial Advisor Podcast
01:59 Guest Introduction: Greg Bogich from AcquireUp
03:36 The Problem of Slow Growth in Wealth Management
05:00 The Struggles of New Financial Advisors
07:40 The Importance of Referrals and Their Limitations
11:08 The Effectiveness of Seminars for Financial Advisors
16:51 Targeting the Right Audience for Seminars
22:03 Educating Advisors on Effective Marketing
24:27 Understanding Seminar Attendance and Conversion Rates
26:11 The Importance of Re-engaging Non-Attendees
28:59 Effective Seminar Presentation Techniques
29:55 Training Advisors for Successful Seminars
37:39 The Value of Investing in Marketing
45:46 The Unique Appeal of the Financial Advisory Industry
47:56 Conclusion and Final Thoughts
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